AVP - Modern trade

Wholsum Foods (Slurrp Farm and Mille); Gurugram District; On-site; INR 2,500,000 - 4,000,000; Full time

Job summary

Wholsum Foods (Slurrp Farm and Mille) Gurugram, Haryana, India is seeking an experienced Head of Modern Trade to lead and scale our Modern Trade business across India. This leadership role focuses on revenue growth, strategic retail partnerships, profitability, and building a high‑performing sales organization.

You will own the Modern Trade P&L, develop annual and long-term plans, negotiate with national and regional retailers, and partner with Marketing, Supply Chain, and Finance to drive

Qualifications

• 10–12 years of sales experience within FMCG, Food & Beverage, or Consumer Goods industries.
• Proven experience leading Modern Trade sales at a regional or national level.
• Strong relationships with key Modern Trade retailers and a track record of scaling business profitably.
• Demonstrated experience in P&L management, business planning, and commercial negotiations.
• Experience leading and developing high-performing sales teams.
• Strong analytical, strategic thinking, and problem-solving skills.
• Excellent stakeholder management and influencing capabilities.
• Comfortable working in a fast-paced, high-growth environment.

Responsibilities

• Develop and execute the Modern Trade growth strategy aligned with company objectives.
• Drive revenue, distribution, market share, and profitability across all Modern Trade clients.
• Build annual and long-term business plans for key accounts and retail partners.
• Identify and unlock growth opportunities across existing and emerging retail formats.
• Lead relationships with national and regional Modern Trade partners.
• Negotiate annual contracts, JBPs, commercial terms, visibility programs, and promotional calendars.
• Ensure strong execution of assortment, pricing, promotions, and visibility initiatives across accounts.
• Own the P&L for the Modern Trade channel.
• Drive topline growth while improving channel profitability and ROI on trade investments.
• Monitor sales performance, margins, trade spends, and business health metrics.
• Lead budgeting, forecasting, and demand planning processes.
• Drive trade promotion planning and evaluation with Marketing and Finance teams.
• Ensure healthy receivables management and compliance with commercial agreements.
• Build, mentor, and lead a high-performing MT team.
• Conduct regular business reviews and performance coaching.
• Develop leadership capability within the team and create succession pipelines.
• Partner with Marketing, Supply Chain, Finance, Category, and Demand Planning teams to ensure seamless execution.
• Drive customer-centric initiatives that improve visibility, availability, and shopper conversion.

Skills

Modern Trade sales

FMCG industry knowledge

Negotiation skills

Strategic thinking

People leadership

Job description

Wholsum Foods (Slurrp Farm and Mille) Gurugram, Haryana, India (On-site)

WHAT WE DO AND WHO WE ARE

Join the dynamic team at Wholsum Foods and be part of an extraordinary movement! Our mission is simple: to change the world's eats. With brands like Slurrp Farm and Mille, we offer healthy and delicious alternatives to the junk food epidemic. It's time to rediscover the nutritious traditions of our ancestors and embrace the power of millets like Ragi, Jowar, Bajra, and Foxtail Millet.

Led by Shauravi Malik and Meghana Narayan, we are food enthusiasts, entrepreneurs, and mothers committed to making a difference. We're expanding globally and seeking talented individuals who thrive in a collaborative, innovative, and high-growth environment. At Wholsum Foods, we celebrate diversity and unity, driven by our core values — Relationship First, Dependable, Passionate, and Growth Mindset. We are proud to be an equal opportunity

employer and a Great Place to Work Certified organization.

ROLE OVERVIEW

We are looking for an experienced and entrepreneurial Head of Modern Trade to lead and scale our Modern Trade business across India. This role will be responsible for driving revenue growth, strengthening strategic partnerships with key retail accounts, improving profitability, and building a high-performing sales organization. This is a critical leadership role with significant visibility and impact on the company's growth journey. The position also offers a strong leadership pathway and the opportunity to take on a broader Head of Retail Sales role in the future, based on business growth and individual performance.

KEY RESPONSIBILITIES

Business Growth & Strategy

• Develop and execute the Modern Trade growth strategy aligned with company objectives.
• Drive revenue, distribution, market share, and profitability across all Modern Trade clients.
• Build annual and long-term business plans for key accounts and retail partners.
• Identify and unlock growth opportunities across existing and emerging retail formats.

Key Account Management

• Lead relationships with national and regional Modern Trade partners.
• Negotiate annual contracts, Joint Business Plans (JBPs), commercial terms, visibility programs, and promotional calendars.
• Ensure strong execution of assortment, pricing, promotions, and visibility initiatives across accounts.

P&L Ownership

• Own the P&L for the Modern Trade channel.
• Drive topline growth while improving channel profitability and ROI on trade investments.
• Monitor sales performance, margins, trade spends, and business health metrics.
• Lead annual budgeting, monthly forecasting, and demand planning processes.
• Drive effective trade promotion planning and evaluation in partnership with Marketing and Finance teams.
• Ensure healthy receivables management and compliance with commercial agreements.
• Build, mentor, and lead a high-performing Modern Trade team.
• Conduct regular business reviews and performance coaching sessions.
• Develop leadership capability within the team and create succession pipelines.

Cross-Functional Collaboration

• Partner closely with Marketing, Supply Chain, Finance, Category, and Demand Planning teams to ensure seamless execution.
• Drive customer-centric initiatives that improve visibility, availability, and shopper conversion.

IDEAL CANDIDATE PROFILE

• 10–12 years of sales experience within FMCG, Food & Beverage, or Consumer Goods industries.
• Proven experience leading Modern Trade sales at a regional or national level.
• Strong relationships with key Modern Trade retailers and a track record of scaling business profitably.
• Demonstrated experience in P&L management, business planning, and commercial negotiations.
• Experience leading and developing high-performing sales teams.
• Strong analytical, strategic thinking, and problem-solving skills.
• Excellent stakeholder management and influencing capabilities.
• Comfortable working in a fast-paced, high-growth environment.

WHY JOIN US?

• Opportunity to lead a strategically important business channel.
• High ownership and visibility with leadership team exposure.
• Chance to shape the future growth of one of India's leading healthy food brands.
• Clear growth path toward a broader Head of Retail Sales leadership role.
• Collaborative, entrepreneurial, and purpose-driven culture.